With a new year, a new month, or even just a fresh week, come new sales goals and expectations. For those working within a company, it’s the sales manager who’s on your back; for solopreneurs, it’s the bills calling out for new revenue. Regardless of the situation, every sales professional needs a sales strategy to bridge the gap between where they are and where they want to be.
As someone who has been in sales for over a decade, I understand the uneasiness that can come with change. While change can be invigorating, it also takes time to adjust. For example, one of the account managers I work with was recently assigned over a thousand new accounts, whereas, in previous years, she would only have had sixty. Now, she feels overwhelmed and doesn’t know where to start. Sometimes, having fewer accounts can be better than having too many, as the feeling of being inundated can be paralyzing. This is why having a strategy is essential for success, regardless of the situation.
By having a mapped-out plan, sales professionals can make more sales, stay organized, and confidently approach each sales cycle. So, as you face your own sales challenges, remember that having a clear strategy can be the difference between achieving your goals and feeling lost in a sea of uncertainty.
You might be asking yourself a few questions about managing clients, such as:
- How can you locate new customers?
- How can you upsell to existing customers?
- How can you efficiently handle complaints and problems?
- How can you manage clients on a daily basis?
- When and how should you follow up with them?
Manage Your Accounts
When it comes to account management, the key is just to get started. Identify your top ten most valuable and easiest to sell to clients if you have existing customers. Create two columns and write down what they’ve purchased in the past, then jot down which additional products and services would be a perfect fit for them. Once you have a clear picture of their needs, it’s time to assemble a strategy. Set up a call with them to review the most important products or services that would benefit their business. But don’t try to overwhelm them with everything at once. Instead, ask about their initiatives and organize which products and services would provide them with immediate value. Create follow-ups in your customer relationship management (CRM) system to keep track of your progress. This way, you can easily monitor the next steps and ensure you’re providing the best possible service to your clients. Remember, with some planning and organization, you can take your account management skills to the next level!
On The Hunt For New Costumers
As a solopreneur seeking new customers, it’s time to go on the hunt. To succeed, you must be proactive and creative. Aim to make a significant number of calls daily, ranging from twenty to a hundred, to attract fresh clients. Use social media, send messages on LinkedIn, and send letters then make follow-up calls. Be imaginative in identifying your target market, their location, and how to reach them.
Don’t approach this process in a linear fashion, but rather tackle it all simultaneously. Call potential clients, find out who they are and where they spend time and keep calling until you reach them. Don’t overthink it, just hit the streets, visit their businesses, or call their homes. Remember, it takes calls and meetings to figure out your ideal customer, and you won’t accomplish anything by sitting around contemplating. Keep track of which types of companies or individuals are responding well to your pitch, focus on them, and capitalize on the opportunities that arise.
When I was making door-to-door sales in 2007, my trainer and manager advised me to avoid cherry-picking and pursue every opportunity that came my way. However, by 2009, I had discovered what worked best for me, and I honed in on that. Figure out what works best for you and write it down. Use this information to strategize and grow your business.
Motivate with Rewards
Rewards are a great way to keep ourselves motivated when we achieve success. Celebrating small victories and setting weekly and monthly goals is important to keep us encouraged. Don’t rush through the process; instead, take the time to acknowledge and celebrate each milestone along the way. Whether it’s a successful meeting, a proposal, a first sale, referrals, or meeting the monthly quota, treat yourself to a small reward such as lunch or coffee to give yourself a pat on the back. These small wins will help you stay motivated during tough times.
Sales and account management can be overwhelming as we try to juggle multiple tasks at once. We must strike a balance between addressing customer issues while also asking for new business. It can be nerve-wracking, but it’s our job, and we need to master the delicate balancing act of caring for our customer’s needs while also pitching new services. If you have any existing accounts with issues, allocate less than twenty percent of your time to address those issues. The remaining eighty percent should be focused on identifying new business opportunities within the same customer organization.
For more posts on sales read How to Set Goals, How to Get Guts, and How to Use LinkedIn for Sales. Subscribe for more sales posts, have a lovely day.
